Early in my entrepreneurial journey, I believed success could only be achieved through motivation created by a profound dissatisfaction for the way things are. In my mind, dissatisfaction was necessary to motivate success. No matter how hard I worked or what I accomplished, I lived in a constant state of frustration that I wasn’t ‘there’ already. At the time, I belonged …

As soon as I walked in the house, I knew something was wrong. The look on her face was a mix of fear, hurt, and rage. “Who is Jennifer?” She demanded. My heart started to race, I could feel my face turn red, and my pulse was climbing past 100 beats per minute. Of course I knew whom she was …

One of the most powerful habits I have put into practice is no longer thinking about, worrying about, or otherwise considering- the motivation of others. In truth, it is never possible to truly understand the intention or motivation of another person. Still every day… – Our conversations are guided by a perception we have of the other parties’ motivation. – We spend countless hours trying …

I believed I would reach the end of my days never having experienced the phenomenon known as online dating. Instead, the end of a seven-year relationship (which included calling off a wedding) has thrust me headlong into a fascinating new world. This post is not about the perils of online dating…trust me there are many. Instead I want to share …

A little over a year ago, I met the man who is now my coach. I met Mike Valentine by accident when I came across a few of his business cards scattered across the table in the main conference room of one of my clients. It seems he had presented the day before to the CEO and a group he …

Create /krē’atē/ verb – to bring (something) into existence. The topic of creation has been on my mind a lot lately. Largely this is because I have been working with a few clients and even and some friends to help them realize their intention to create content. For some, creation means starting a blog while for others this means shooting …

There has been an incredible amount of change going on around me over the last month… Careers beginning, jobs changing, long term relationships ending, and close friends making a lifelong commitment. As I and those I love wrestle with change, I am struck by a profound thought. In every situation, we hold only the power to choose our next move. …

For sales professionals, curiosity remains the most important (and elusive) skill. I used to believe you couldn’t train for curiosity but this is not true… …at least according to Jason A Riley, author of Left of Bang and someone who has spent his career teaching situational awareness to U.S. Marines. What is situational awareness? The long version can be found in Toward a …

The goal of prospecting is to convert an interuption into a scheduled conversation. Contrary to popular belief, the first scheduled meeting should not be a sales pitch. Instead, the first meeting should be short (15-20 minutes) introduction intended to stimulate curiosity and run out of time. For more on my approach to prospecting and holding the first meeting you can CLICK HERE In this …

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Our Business

Townsend Wardlaw’s boutique consultancy works with Founders and CEO’s of companies earning between $1M and $10M to help companies drive real and sustainable change within their sales organizations.

As a trusted advisor that guides companies to double revenue over the following 18 - 24 months, he has the unique ability to translate complex concepts into a prioritized and executable roadmap based on documented and repeatable processes.

Most importantly, he is passionate about rolling up his sleeves to launch or transform a sales organization!